Abstract
The primary aim of this paper is to extend the interfirm exchange relationships’ literature by examining antecedents of the transitions that take place in the life cycles of business relationships. While making an appeal to the relational exchange theory, transaction cost economics, (network) bargaining power theory, and the organizational control model, the author proposes a (theoretical) model that takes an account of the antecedents of changes that take place in the firms’ states of affect during different phases of the development/evolution of their exchange relationships with other firms. It has been theorized that the varying extents of relational governance, relationship quality, interorganizational commitment, relational investments, behavioral uncertainty, bargaining influence, and perceived control affect changes in the affective states of exchange partners across different phases/stages of development/evolution of their exchange relationships. The paper sets an agenda for the future research to regard phases of business relationship life cycle as a (behavioral) outcome construct and explain its antecedents instead of merely considering it as a moderating condition as has been done in the interfirm relationships’ literature in the last few decades.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
References
Abreu D (1988) On the theory of infinitely repeated games with discounting. Econometrica 56:383–396
Allen NJ, Meyer JP (1990) The measurement and antecedents of affective, continuance and normative commitment to the organization. J Occup Psychol 63(1):1–18
Alstyne MV (1997) The state of network organization: a survey in three frameworks. J Organ Comput 7(3):88–151
Anderson E, Jap SD (2005) The dark side of close relationships (customers and suppliers relationships). MIT Sloan Manag Rev 46(3):75–82
Anderson E, Weitz BA (1989) Determinants of continuity in conventional industrial channel dyads. Mark Sci 8(4):310–323
Anderson E, Weitz BA (1992) The use of pledges to build and sustain commitment in distribution channels. J Mark Res 29:18–34
Ariño A, de la Torré J (1998) Learning from failure: towards an evolutionary view of collaborative ventures. Organ Sci 9(3):306–325
Axelrod R (1984) The evolution of cooperation. Basic Books, New York
Baker TL, Simpson PM, Siguaw JA (1999) The impact of suppliers’ perceptions of reseller market orientation on key relationship constructs. J Acad Mark Sci 27(1):50–57
Baldauf A, Cravens DW, Piercy NF (2001) Examining the consequences of sales management control strategies in European field sales organizations. Int Mark Rev 18(5):474–508
Bercovitz J, Jap SD, Nickerson JA (2006) Antecedents and implications of cooperative exchange norms. Organ Sci 17(6):724–740
Blau P (1964) Exchange and power in social life. Wiley, New York
Blios KJ, Ivens BS (2006) Measuring relational norms: some methodological issues. Eur J Mark 40(3/4):352–365
Blodgett LL (1991) Towards a resource-based theory of bargaining power in international joint ventures. J Glob Mark 5:35–54
Bloemer J, Odekerken-Schroeder G, Kestens L (2003) The impact of need for social affiliation and consumer relationship proneness on behavioral intentions: an empirical study in a hairdresser’s context. J Retail Consum Serv 10(4):231–240
Boddewyn J, Brewer T (1994) International business political behavior: new theoretical directions. Acad Manag Rev 19(1):119–143
Bonacich P (1987) Power and centrality: a family of measures. Am J Sociol 92(5):1170–1182
Boyle B, Dwyer RF, Robicheaux RA, Simpson JT (1992) Influence strategies in marketing channels: measures and use in different relationship structures. J Mark Res 29(November):462–473
Brewer T (1992) An issue-area approach to the analysis of MNE-government relations. J Int Bus Stud 23(2):295–309
Bueno de Mesquita B (2006) A predictive model of international affairs. In: Bueno de Mesquita B (ed) Principles of international politics. CQ Press, Washington, pp 627–659
Burt R (1977) Power in a social topology. Soc Sci Res 6(1):1–83
Campion MA, Lord RG (1982) A control systems conceptualization of the goal-setting and changing processes. Organ Behav Hum Resour 30:265–287
Cannon JP, Achrol RA, Gundlach GT (2000) Contracts, norms, and plural form governance. J Acad Mark Sci 28(2):180–194
Cardinal LB, Sitkin SB, Long CP (2004) Balancing and rebalancing in the creation and evolution of organizational control. Organ Sci 15(4):411–431
Carson SJ, Madhok A, Wu T (2006) Uncertainty, opportunism, and governance: the effects of volatility and ambiguity on formal and relational contracting. Acad Manag J 49(5):1058–1077
Carver CS, Scheier MF (1981) Attention and self-regulation: a control-theory approach to human behavior. Springer, NewYork
Cetinkaya B, Cuthbertson R, Ewer G, Klaas-Wissing T, Piotrowicz W, Tyssen C (2011) Sustainable supply chain management: practical ideas for moving towards best practice. Springer, Berlin/Heidelberg
Chattopadhyay SP (2001) Relationship marketing in an enterprise resource planning environment. Mark Intell Plan 19(2):136–139
Chaturvedi S, Gaur A (2009) A dynamic model of trust and commitment development in strategic alliances. IIMB Manag Rev 21:173–188
Chen D, Paik Y, Park S (2010) Control in IJVs: evidence from China. J Int Bus Stud 41(3):526–537
Choi CB, Beamish PW (2004) Split management control and international joint venture performance. J Int Bus Stud 35(3):201–215
Choudhury V, Sabherwal R (2003) Portfolios of control in outsourced software development projects. Inf Syst Res 14(3):291–314
Claycomb C, Frankwick GL (2005) The dynamics of buyer perceived costs during a relationship development process: an empirical assessment. J Bus Res 58(12):1662–1671
Colgate M, Danaher P (2000) Implementing a customer relationship strategy: the asymmetric impact of poor versus excellent execution. J Acad Mark Sci 28(3):373–385
Cooke EF (1999) Control and motivation in sales management through compensation plan. J Mark Theory Pract 7(1):80–83
Crosby LA, Evans KR, Cowels D (1990) Relationship quality in service selling: an interpersonal influence perspective. J Mark 54(3):68–81
Crosby LA, Corner BA, Rieger CG (2009) Breaking up should be hard to do. Mark Manag 18(1):14–17
Croteau AM, Leger PM, Cassivi L (2008) The role of life cycle concepts in the assessment of interorganizational alignment. Ind Manag Data Syst 108(2):145–161
Cyert RM, March JG (1963/1992) A behavioral theory of the firm, 2nd edn. Prentice Hall, Englewood Cliffs
De Wulf K, Odekerken-Schröder G, Iacobucci D (2001) Investments in consumer relationships: a cross-country and cross-industry exploration. J Mark 65(4):33–50
Doz YL (1996) The evolution of cooperation in strategic alliances: initial conditions or learning processes? Strateg Manag J 17(1):55–83
Dwyer RF, Schurr P, Oh S (1987) Developing buyer-seller relationships. J Mark 51(April):11–27
Eden L, Molot MA (2002) Insiders, outsiders, and host country bargains. J Int Manag 8(4):359–388
Eggert A, Ulga W, Schultz F (2006) Value creation in the relationship life cycle: a quasi-longitudinal analysis. Ind Mark Manag 35(1):20
Eisenhardt KM (1985) Control: organizational and economic approaches. Manag Sci 31(2):134–149
Emerson RM (1972) “Exchange theory, Part I: a psychological basis for social exchange” and “Exchange theory, Part II: exchange relations and network structures”. In: Berger J, Zelditch M, Anderson B (eds) Sociological theories in progress. Houghton Mifflin, Boston
Falk A, Kosfeld M (2006) The hidden costs of control. Am Econ Rev 96(5):1611–1630
Ferguson JR, Paulin M, Möslein KM, Müller C (2005) Relational governance, communication and the performance of biotechnology partnerships. J Small Bus Enterp Dev 12(3):395–408
Finn A (2005) Reassessing the foundations of customer delights. J Serv Res 8(2):103–116
Flint DJ, Woodruff RB, Gardial SF (2002) Exploring the phenomenon of customers’ desired value change in business-to-business context. J Mark 66(4):102–117
Ganesan S (1994) Determinants of long-term orientation in buyer–seller relationships. J Mark 58(2):1–19
Garbarino E, Johnson MS (1999) The different roles of satisfaction, trust, and commitment in customer relationships. J Mark 63(2):70–87
Geringer M, Hebert L (1989) Control and performance of international joint ventures. J Int Bus Stud 20(2):235–254
Geyskens I, Steenkamp JEM, Scheer LK, Kumar N (1996) The effects of trust and Interdependence on relationship commitment: a trans-Atlantic study. Int J Res Mark 13(4):303–315
Ghosh M, John G (2005) Strategic fit in industrial alliances: an empirical test of governance value analysis. J Mark Res 37(August):346–357
Goles T, Chin WW (2002) Relational exchange theory and IS outsourcing: developing a scale to measure relationship factors. In: Hirschheim R, Heinzl A, Dibbern J (eds) Information systems outsourcing. Springer, Berlin, pp 221–250
Gourevitch P (1999) The governance problem in international relations. In: Lake DA, Powell R (eds) Strategic choice and international relations. Princeton University Press, Princeton, pp 137–164
Gruen TW, Summers JO, Acito F (2000) Relationship marketing activities, commitment, and membership behaviors in professional associations. J Mark 64(3):34–49
Gundlach GT, Achrol RS, Mentzer JT (1995) The structure of commitment in exchange. J Mark 59(1):78–92
Hafsi T, Kiggundu MN, Jorgensen JJ (1987) Strategic apex configurations in state-owned enterprises. Acad Manag Rev 12(4):714–730
Hamel G, Doz YL, and. Prahalad C.K. (1989) Collaborate with your competitors—and win. Harv Bus Rev 67(1):133–139
Heffernan T (2004) Trust formation in cross-cultural business-to-business relationships. Qual Mark Res 7(2):114–125
Heide J, John G (1990) Alliances in industrial purchasing: the determinants of joint action in buyer–supplier relationships. J Mark Res 27(1):24–36
Henning-Thurau T, Klee A (1997) The impact of customer satisfaction and relationship quality on customer retention: a critical reassessment and model development. Psychol Mark 14(8):737–764
Henning-Thurau T, Gwinner KP, Gremler DD (2002) Understanding relationship marketing outcomes: an integration of relationship benefits and relationship quality. J Serv Res 4(3):230–247
Hess J, Story J (2005) Trust-based commitment: multidimensional consumer-brand relationships. J Consum Mark 22(6):313–322
Hibbard JD, Brunel FF, Dant RP, Iacobucci D (2001) Does relationship marketing age well? Bus Strateg Rev 12(4):29–35
Hill CWL (1990) Cooperation, opportunism, and the invisible hand: implications for transaction cost theory. Acad Manag Rev 15:500–513
Holmlund M (2004) Analyzing business relationships and distinguishing different interaction levels. Ind Mark Manag 33(4):279–287
Hsieh Y, Chie H, Hsu Y (2008) Supplier market orientation and accommodation of the customer in different relationship phases. Ind Mark Manag 37(4):380–393
Hwang P (2006) Asset specificity and the fear of exploitation. J Econ Behav Organ 60(3):423–438
Ivens BS (2004) How relevant are different forms of relational behavior? An empirical test based on Mcneil’s exchange framework. J Bus Ind Mark 19(5):300–309
Ivens BS (2006) Norm-based relational behaviors: is there an underlying dimensional structure. J Bus Ind Mark 21(2):9–105
Jap SD (2001) The strategic role of the sales force in developing customer satisfaction across the relationship lifecycle. J Pers Sell Sales Manag 21(2):95–108
Jap SD, Anderson E (2007) Testing a life-cycle theory of cooperative inter-organizational relationships: movement across stages and performance. Manag Sci 53(2):260–275
Jap SD, Ganesan S (2000) Control mechanism and the relationship life cycle: implications for safeguarding specific investments and developing commitment. J Mark Res 37(2):227–245
Jap SD, Manolis C, Weitz BA (1999) Relationship quality and buyer-seller interactions in channels of distribution. J Bus Res 46(3):303–313
John G, Weitz BA (1988) Forward integration into distribution: an empirical test of transaction cost analysis. J Law Econ Organ 4:337–355
Johnson MD, Selnes F (2004) Customer portfolio management: toward a dynamic theory of exchange relationships. J Mark 68(2):1–17
Joshi AW, Stump RL (1999) Transaction cost analysis: integration of recent refinements and empirical test. J Bus-to-Bus Mark 5:37–71
Kamminga PE, Van der Meer-Kooistra J (2007) Management control patterns in joint venture relationships: a model and an exploratory study. Acc Organ Soc 32:131–154
Kaufman PJ, Stern LW (1988) Relational exchange norms, perceptions of unfairness, and retained hostility in commercial litigation. J Confl Resolut 32(3):534–552
Kirsch LJ (1996) The management of complex tasks in organizations: controlling the systems development process. Organ Sci 7(1):1–21
Kirsch LJ (1997) Portfolios of control modes and IS project management. Inf Syst Res 8(3):215–239
Kirsch LJ (2004) Deploying common systems globally: the dynamics of control. Inf Syst Res 15(4):374–395
Knoke D (1990) Political networks: the structural perspective. Cambridge University Press, Cambridge
Koza MP, Lewin AY (1998) The co-evolution of strategic alliances. Organ Sci 9(3):255–264
Krishnan R, Martin X, Noorderhaven NG (2006) When does trust matter to alliance performance. Acad Manag J 49(5):894–917
Larson A (1992) Network dyads in entrepreneurial settings: a study of the governance of exchange relationships. Adm Sci Q 37(1):76–104
Lazonick W, O’Sullivan M (1996) Organization, finance, and international competition. Ind Corp Chang 5(1):1–49
Lazzarini SJ, Miller GJ, Zenger TR (2008) Dealing with the Paradox of embeddedness: the role of contracts and trust in facilitating movement out of committed relationships. Organ Sci 19(5):709–728
Leuthesser L (1997) Supplier relational behavior: an empirical assessment. Ind Mark Manag 26(3):245–254
Lord RG, Hanges PJ (1987) A control system model of organizational motivation: theoretical and applied implications. Behav Sci 32:161–178
Luthans F (2006) Organizational behaviour. McGraw-Hill, New York
Macneil IR (1978) Contracts: adjustment of long-term economic relations under classical, neo-classical, and relational contract law. Northwest Univ Law Rev 72(6):854–905
Macneil IR (1980) The new social contract. Yale University Press, New Haven
Mahon J, Heugens P, Lamertz K (2004) Social networks and non-market strategy. J Public Aff 4(2):170–189
McDonald GW (1981) Structural exchange and marital interaction. J Marriage Fam 43:825–839
Medlin CJ (2004) Interaction in business relationships: a time perspective. Ind Mark Manag 33(2):185–193
Mohr JI, Spekman RE (1994) Characteristics of partnership success: partnership attributes, communication behavior and conflict resolution techniques. Strateg Manag J 57(1):135–152
Moorman C, Zaltman G, Deshpande R (1992) Relationships between providers and users of market research: dynamics of trust within and between organizations. J Mark Res 29(8):314–328
Morgan RM, Hunt SD (1994) The commitment-trust theory of relationship marketing. J Mark 58(3):20–38
Nebus J, Rufin C (2010) Extending the bargaining power model: explaining bargaining outcomes among nations, MNEs and NGOs. J Int Bus Stud 41:996–1015
Noordewier T, John G, Nevin J (1990) Performance outcomes of purchasing arrangements in industrial buyer-vendor relationships. J Mark 54:80–93
Ouchi W (1977) The relationship between organizational structure and organizational control. Adm Sci Q 22:95–113
Ouchi W (1979) A conceptual framework for the design of organizational control mechanisms. Manag Sci 25:833–848
Ouchi WG (1980) Markets, bureaucracies and clans. Adm Sci Q 25:120–142
Paine LS (1995) Managing for organizational integrity. Harv Bus Rev 72(2):106–117
Palmatier RW, Dant RP, Grewal D, Evans KR (2006) Factors influencing the effectiveness of relationship marketing: a meta-analysis. J Mark 70(4):136–153
Palmatier RW, Dant RP, Grewal D (2007) A comparative longitudinal analysis of theoretical perspectives of interorganizational relationship performance. J Mark 71(4):172–194
Park SH, Ungson G (2001) Inter-firm rivalry and managerial complexity: a conceptual framework of alliance failure. Organ Sci 12(1):37–53
Parkhe A (1993) The structure of strategic alliances: a game-theoretic and transaction cost examination on the dissolution of joint ventures. Acad Manag J 40(2):279–307
Paulin M, Ferguson RJ, Salazar AMA (1999) External effectiveness of service management: a study of business-to-business relationships in Mexico, Canada and the USA. Int J Serv Ind Manag 10(5):409–429
Powell WW, Koput K, Smith-Doer L (1996) Interorganizational collaboration and the locus of innovation: networks of learning in biotechnology. Adm Sci Q 41:115–145
Rajaobelina L, Bergeron J (2009) Antecedents and consequences of buyer-seller relationship quality in the financial services industry. Int J Bank Mark 27(5):359–380
Ramamurti R (2001) The obsolescing ‘bargain model’? MNC-host developing country relations revisited. J Int Bus Stud 32(1):23–39
Redendo YP, Fierro JJC (2006) Moderating effect of relationship life cycle in long-term orientation of firm-supplier relationships: an empirical study in the Spanish context. J Glob Mark 19(3/4):63–91
Reve T, Stern LW (1976) The relationship between interorganizational form, transaction climate and economic performance in vertical interfirm dyads. In: Pellergrini L, Reddy S (eds) Marketing channels: relationships and performance. Lexington Books, Lexington, pp 75–102
Ring PS, Van de Ven AH (1992) Structuring cooperative relationships between organizations. Strateg Manag J 13(7):483–498
Ring PS, Van de Ven AH (1994) Developmental processes of cooperative interorganizational relationships. Acad Manag Rev 19(1):90–118
Roehrich G, Spencer R, Valette-Florence P (2002) The nature of relationship atmosphere and links with the value of relationships: the case of Europe and Asia. In: Proceedings from the 18th IMP conference in Perth, Australia
Rousseau DM, Sitkin SB, Burt RS, Camerer C (1998) Not so different after all: a cross-discipline view of trust. Acad Manag Rev 23:393–404
Rustagi S, King WR, Kirsch LJ (2008) Predictors of formal control usage in IT outsourcing partnerships. Inf Syst Res 19(2):126–143
Ryu S, Park JE, Min S (2007) Factors of determining long-term orientation in interfirm relationships. J Bus Res 60(12):1225–1233
Sacconi L (2007) Incomplete contracts and corporate ethics: a game theoretical model under fuzzy information. In: Caffagi F, Nicita A, Pagano U (eds) Legal orderings and economic institutions. Routledge, London
Sacconi L (2010) A Rawlsian VIEW of CSR and the game theory of its implementation (Part II): fairness and equilibrium (August 5, 2010). Econometica Working Paper No. 23. Available at SSRN. http://ssrn.com/abstract=1777989 or http://dx.doi.org/10.2139/ssrn.1777989
Schul PL, Taylor EL, William MP (1985) Channel climate: its impact on channel members’ satisfaction. J Retail 61(2):9–38
Selnes F (1998) Antecedents and consequences of trust and satisfaction in buyer–seller relationships. Eur J Mark 32(3/4):305–322
Seppänen R, Blomqvist K, Sundqvist S (2007) Measuring inter-organizational trust: a critical review of the empirical research in 1990–2003. Ind Mark Manag 36:249–265
Skarmeas D, Katsikeas CS, Schlegelmilch BB (2002) Drivers of commitment and its impact on performance in cross-cultural buyers-seller relationships: the importer’s perspective. J Int Bus Stud 33(4):757–783
Spekman RE (1988) Strategic supplier selection: understanding long-term buyer. Bus Horiz 31(4):75–81
Spekman RE, Kamauff JW, Myhr N (1998) An empirical investigation into supply chain management: a perspective on partnerships. Supply Chain Manag 3(2):53–67
Steensma HK, Lyles ML (2000) Explaining IJV survival in a transitional economy through social exchange and knowledge-based perspectives. Strateg Manag J 21:831–851
Storbacka K, Strandvik T, Grönroos C (1994) Managing customer relationships for profit: the dynamics of relationship quality. Int J Serv Ind Manag 5(5):21–38
Sun H (2010) Transferring attributes of e-commerce systems into business benefits: a relationship quality perspective. J Electron Commer Res 11(2):92–109
Sutcliffe KM, Zaheer A (1998) Uncertainty in the transaction environment: an empirical test. Strateg Manag J 19(1):1–23
Turner KL, Makhija MV (2006) The role of organizational controls in managing knowledge. Acad Manag Rev 31(1):197–217
Ulaga W, Eggert A (2006) Relationship value and relationship quality: broadening the nomological network of business-to-business relationships. Eur J Mark 40(3/4):311–327
Ural T (2007) The antecedents and consequences of relationship quality according to stages of the relationship between exporters and importers. Probl Perspect Manag 5(3):111–138
Verbeke A, Greidanus NS (2009) The end of the opportunism vs trust debate: bounded reliability as a new envelope concept in research on MNE governance. J Int Bus Stud 40(9):1471–1495
Verhoef PC, Franses PH, Hoekstra JC (2002) The effect of relational constructs on customer referrals and number of services purchased from a multiservice provider: does age of relationship matter? J Acad Mark Sci 30(3):202–216
Voss KE, Johnson JL, Culln JB, Sakano T, Takenouchi H (2006) Relational exchange in US-Japanese marketing strategic alliances. Int Mark Rev 23(6):610–635
Walter A, Muller T, Helfert G, Ritter T (2003) Functions of industrial supplier relationships and their impact on relationship quality. Ind Mark Manag 32(2):159–169
Wang Q, Li JJ, Ross WT, Craighead CW (2012) The interplay of drivers and deterrents of opportunism in buyer-supplier relationships. J Acad Mark Sci 41(1):111–131
Wathne KH, Heide JB (2000) Opportunism in interfirm relationships: forms, outcomes, and solutions. J Mark 64(3):36–51
Williamson OE (1975) Markets and hierarchies: analysis and antitrust implications. The Free Press, New York
Williamson OE (1979) Transaction-cost economics: the governance of contractual relations. J Law Econ 22(2):233–261
Williamson OE (1985) The economic institutions of capitalism. The Free Press, New York
Wilson DT (1995) An integrated model of buyer-seller relationships. J Acad Mark Sci 23(4):335–345
Windsperger J, Kocsis E, Rosta M (2009) Exploring the relationship between decision and ownership rights in joint ventures: evidence from Hungarian joint ventures. Int Stud Manag Organ 39:43–59
Wong A, Sohal A (2002) An examination of the relationship between trust, commitment and relationship quality. Int J Retail Distrib Manag 30(1):34–50
Woo GK, Cha Y (2002) Antecedents and consequences of relationship quality in hotel industry. Int J Hosp Manag 21(4):321–338
Wray B, Palmer A, Bejou D (1994) Using neural network analysis to evaluate buyer–seller relationships. Eur J Mark 28(10):32–48
Xu D, Meyer KE (2013) Linking theory and context: strategy research in emerging markets after Wright et al. (2005). J Manag Stud 50(7):1322–1346
Yadong L (2007) An integrated anti-opportunism system in international exchange. J Int Bus Stud 38:855–877
Yadong L, Shenkar O, Nyaw M-K (2001) A dual parent perspective on control and performance in international joint ventures. J Int Bus Stud 32(1):41–58
Yan A, Gray B (1994) Bargaining power, management control, and performance in US China joint ventures: a comparative case study. Acad Manag J 37:1478–1517
Yan A, Gray B (2001) Antecedents and effects of parent control in international joint ventures. J Manag Stud 38:393–416
Yaqub MZ (2009) The antecedents, consequences, and control of opportunistic behavior in strategic networks. J Bus Econ Res 7(2):15–31
Yaqub M (2013a) The impact of relational norms on key relational outcomes in supplier–buyer relationships. In: Ehrman T, Windsperger J, Cliquet G, Hendrikse G (eds) Network governance: alliances, cooperatives and franchise chains. Springer, Heidelberg, pp 51–72
Yaqub MZ (2013b) Value enhancement through value creating relational investments in inter-firm relationships: the moderating role of leverage potential and relational polygamy. Manag Decis Econ 34(3–5):328–346
Yaqub MZ, Hussain D (2013) How do the relational investments affect relational outcomes? J Appl Bus Res 29(2):433–442
Yaqub MZ, Vetschera R (2011) The efficacy of relational governance and value-creating relational investments in revenue-enhancement in downstream networks. In: Hendrikse G, Tunnanen M, Windsperger J, Cliquet G (eds) New developments in the theory of networks: franchising, alliances and cooperatives. Springer, Berlin
Yaqub MZ, Yaqub RMS, Nazar MS (2010) Dynamics of motivation in strategic networks. Eur J Econ Finance Adm Sci 19:28–33
Zaheer A, Venkatraman N (1995) Relational governance as an organizational strategy: an empirical test of the role of trust in economic exchange. Strateg Manag J 16(5):373–392
Zhang C, Cavusgil ST, Roath A (2003) Manufacturer governance of foreign distributor relationships: do relational norms enhance competitiveness in the export market? J Int Bus Stud 34(6):550–566
Zhou KZ, Poppo L (2010) Exchange hazards, relational reliability, and contracts in China: the contingent role of legal enforceability. J Int Bus Stud 41(5):861–881
Zineldin M (1996) Bank-corporate client “partnership” relationship: benefits and life cycle. Int J Bank Mark 14(3):14–22
Zineldin M (2002) Developing and managing a romantic business relationship: life cycle and strategies. Manag Audit J 17(9):546–558
Author information
Authors and Affiliations
Corresponding author
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2017 Springer International Publishing AG
About this chapter
Cite this chapter
Yaqub, M.Z. (2017). The Antecedents of Relationship Phase Affect in Alliances. In: Hendrikse, G., Cliquet, G., Ehrmann, T., Windsperger, J. (eds) Management and Governance of Networks . Contributions to Management Science. Springer, Cham. https://doi.org/10.1007/978-3-319-57276-5_15
Download citation
DOI: https://doi.org/10.1007/978-3-319-57276-5_15
Published:
Publisher Name: Springer, Cham
Print ISBN: 978-3-319-57275-8
Online ISBN: 978-3-319-57276-5
eBook Packages: Business and ManagementBusiness and Management (R0)